Mastering Influence in Sales

Winning tactics to seal the deal in record time!

Author

Tom Slocum
January 27, 2025

In partnership with

Welcome to the GTM Launchpad newsletter! Each week, I will share a sales play to help you grow your business, level up your sales game and succeed in the trenches

Hey y’all!

This week we’re diving into mastering influence. The secret sauce to closing deals faster and leading with impact

Let’s get into it 👇

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Mastering influence as Founders & Sales Leaders

So here’s the deal whether you’re running a team or still in the trenches sending cold emails as a founder influence isn’t just a “nice-to-have.” It’s everything.

But let me be real for a sec. Influence isn’t about slick pitches or convincing someone to do something they don’t want to do. It’s about trust. It’s about getting people to see that working with you is the best move they can make.

I’ve been on both sides—leading teams as a sales leader and now building my own company. And one thing I’ve learned? Influence is everywhere. It’s not just closing deals. It’s how you inspire your team, how you connect with prospects, how you lead people to take action.

For Founders: influence when you’re in the grind

If you’re like me you’re still in the thick of it some days. Sending the emails, hopping on demos even closing deals yourself. Influence shows up big time here

  • Prospecting without feeling wwkward
    Let’s face it prospecting as a founder hits different. You’re not just pitching a product—you’re selling your vision

    • How I do it: When I reach out I don’t overcomplicate it. I’ll say something like “Hey I started [The SD Lab] because I’ve been where you are—struggling to get outbound to work. Here’s how we help.” People connect with that story, not just a pitch.

  • Closing deals without being ‘salesy’
    You don’t need to be the smoothest talker in the room. Just be real. Make it about them, not you.

    • Example: Had a prospect once tell me “I feel like I’m drowning trying to scale my SDR team.” I said “I’ve been there. Let me show you how we helped someone else through it.” That’s what builds trust—relating to their pain.

  • Your story is your cheat code
    People love a good founder story. Why you started, what problems you saw, how you’re solving them. Don’t be afraid to lean into that.

For sales leaders: Influence that empowers your team

As a leader your job isn’t just hitting quota. It’s helping your team believe they can crush it too. Influence as a leader means inspiring and enabling, not micromanaging.

  • Start by listening
    You can’t influence people if you don’t know where they’re coming from.

    • What this looks like: One of my reps came to me frustrated with their numbers. Instead of jumping in with advice I asked “What’s tripping you up?” That one question led to a real conversation and a solution they figured out.

  • Explain the ‘why’ behind the ‘what’
    People follow through when they get the bigger picture.

    • Instead of just saying “Use the script” try “This script works because it matches how prospects think at this stage. When you say this it resonates because of X.” Now they see the value.

  • Don’t try to be the hero
    Your team doesn’t need you to solve everything. They need you to help them see they’re capable.

    • How I do it: I’ve told my reps “Look I’m not here to close deals for you. I’m here to make sure you’re confident enough to close them yourself. Let’s figure it out together”

Where influence shows up

  • For founders it’s in that email you’re about to send or the demo you’re about to lead

  • For sales leaders it’s in your 1:1s, team meetings even those quick Slack convos

Influence is everywhere—it’s how you move people to take action, one step at a time

So what now?

Let’s get practical

  • Founders: Next time you’re prospecting tell your story. Let them know why you started this thing and connect it to their pain.

  • Sales Leaders: In your next 1:1 ask a deeper question. Skip the numbers for a sec and really listen to what’s going on with your rep.

What’s one thing you’re gonna do differently this week? Shoot me a reply. I’m always here to brainstorm or share what’s worked for me.

Keep leading with influence 🤘

Explore. Engage. Evolve.

Learn how to master cold calling by focusing on preparation starting with a strong opening and asking the right questions to uncover your prospect’s needs. It highlights how to handle objections confidently, convey value clearly and close with actionable next steps.

The key takeaway?

  • Stay positive: A confident tone and attitude go a long way

  • Follow up: Cold calling is rarely a one-call close. Follow up consistently to stay top of mind

  • Keep practicing: Mastery comes from repetition and refinement

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  • Boost success: Increase your close rates by aligning your pitch with what truly matters to your prospects.

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Bonus Sales Tactics 🤑

1. Hook them in 10 seconds
Start strong. Ditch the small talk and lead with value.

  • Example: “Hey [Name] noticed [specific insight]. Got a quick idea that’s helped [similar company] cut onboarding time by 30%.”

Why it works: Grabs attention fast and shows you’re worth their time

2. Match their vibe
Pay attention to their tone and energy—then match it.

  • Fast-paced? Keep it crisp

  • Deliberate? Slow it down

  • Repeating key phrases? Mirror them back

Why it works: Builds instant trust and makes them feel understood

3. Tell a quick story
Share a relatable success story that connects to their problem

  • Example: “We helped [Company] go from [problem] to [result] in [timeframe]. Here’s how we can do the same for you.”

Why it works: Stories stick. They’re proof without feeling salesy

That’s it for this week. Whether it’s dialing up your influence, leading your team or trying out those sales tactics keep it simple and focused. Small shifts make a big difference

If something here clicked for you let me know—I’m always up for a quick chat. Now get out there and make it happen

Thanks for reading, see you again next week at 8 am MST!

- Tom Slocum ✌️

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